Page 100 · Module 04, Sell Like a Pro · this screen continues that page
All 108 frameworksObjection Handling - LAER
A prospect raises an objection and you immediately counter it with a feature or a price
The prompt
Copy & paste readyLabelsReplace theseSwap the role below
Who should run this prompt
Module role profileWho should prepare and run your sales conversations? Every stage of a sale requires a different mindset. The person who writes great cold outreach thinks differently from the person who closes enterprise deals. The buyer's procurement officer thinks differently from both. Use internal roles to prepare and execute. Use outside perspectives to find the objections, hesitations, and real decision criteria before they surface in a live conversation.
Choose any role to drop it into the prompt above. Only the highlighted opening clause changes — the rest of the prompt stays exactly as printed.
◆◆◆◆◆ → ◆ seniority, board level down to specialist◈ outside the organisation
How to make any role sharper
- Add years of experience: "...with 15 years in enterprise SaaS" produces different depth than just the title.
- Add what they care most about: "You care most about [X]" shapes every word of the output.
- Add their communication style: "Be direct. Flag risks first. No jargon." changes the tone entirely.
Use this when
The problem it solvesjustification. They feel unheard, push back harder, and the conversation dies. You're winning arguments and losing deals.
How the framework works
From the printed pageDeveloped by Carew International, the LAER model is a four-step objection response framework built on one principle: an objection is a request for more information, not an attack to defend against. Listen (fully, without interrupting), Acknowledge (validate their concern before responding), Explore (ask a question to understand the objection more deeply), and Respond (only now address it with precision). Skipping Explore is the most common mistake. Most objections have a deeper concern underneath the surface one.
The method, in four moves
Do these in orderNever respond to an objection in the same breath you heard it, pause.
Acknowledge before you explore - validation opens people, defence closes them.
Use the Explore question to find what is really underneath the objection.
Prepare LAER responses for your top 5 most common objections using the prompt below. Turn resistance into a deeper conversation, not a debate 'We need to think about it' is never about thinking. It is always about one of three things: they don't see enough value, they don't have authority, or they don't have urgency. The Explore question reveals which one it is. Without that question, you're responding to the wrong problem. PRO TIP
Where the framework comes from
Carew International — LAER objection handling methodology
Pairs well with
As printed with this frameworkModule 04 — Sell Like a Pro
Build a machine that turns cold strangers into paying customers.
11 frameworks, printed on pages 91–112.
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